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The Harte Hanks Blog

No More Spaghetti against the Wall: How Best-in-Class Sellers Use Social Relationships to Build a Better Pipeline

By Peter Ostrow Throughout the calendar year, and particularly near month-, quarter- and year-end, sales professionals everywhere keep an especially watchful eye on their end-of-cycle opportunity pipeline. In the business-to-business (B2B) space, the stakes are especially high, with commissioned accelerators, bonuses and President’s Club qualification often on the line — not to mention job security for the “C” players in our sales organizations. The challenge that reps and managers alike face… …read more

Source: Aberdeen Group

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